Morteza Dehghani: “Interpersonal Effects of Emotions in Morally-charged Negotiations”

November 18, 2012 | Minneapolis, MN

Speaker: Morteza Dehghani
Host: Society for Judgment and Decision Making Conference

Abstract: Witnessing and displaying emotional expressions play a significant role in the facilitation and coordination of our social interactions. We investigate the impact of facial displays of discrete emotions, specifically anger and sadness, in a morally-charged multi-item negotiation task. Our results support the hypothesis that moral appraisals can be strongly affected by interpersonal emotional expressions. We show that displays of anger may backfire if one of the parties associates moral significance to negotiation objects, whereas displays of sadness promote higher concession-making. We argue that emotional expressions can shift moral concerns within a negotiation inways that can promote cooperation.